Company-Specific Sales Training
There are no "off the shelf" training programs at Full Circle
Management. We understand that each company has individual strengths and
unique challenges that cannot be addressed by a "one size fits all"
There are 3 components of the Sales Training development:
- Management Review
- an assessment from the management team of what the new business
goals and objectives are. We ask them to evaluate the sales staff,
the operations and the current market place.
- Sales Rep Assessment - a minimum of
3 interviews are conducted with Sales reps. We speak to a top
performer, a mid performer and one that needs improvement to understand
the current skill level and determine what the greatest obstacles
are to success. These interviews are very telling and help us
to design a meaningful program.
- Sales Support/Follow Up -- The biggest
complaint from management is that Sales Training often motivates
for a day or two but doesn't change behavior for long. To ensure
that the new skills are understood and being implemented, we have
designed a 6-month follow up plan which can be customized to the
need of the organization.
Sales Support includes (at the client's request)
- Follow Up group sales meetings to discuss challenges
and brainstorm solutions and plan execution strategies
- One on One support - evaluation of telephone selling
techniques. Audio recordings are provided for the benefit of the sales
- One on One support - traveling with a sales person and
attending customer/prospect visits to offer ideas, insight and support
- Coordination of cold calling sales blitzes
Our Trainers are not "trained trainers".
They are sales reps that have a minimum of 10 years successful sales experience.
They live the challenges of sales every day and practice the proven tools
of success. There is no magic in sales.
There are real skills that need to be learned and practiced consistently.
Program development takes 4 to
6 weeks. Sessions can be held on-site
or off-site at the company's convenience.